Everyone looks forward to spring. We draw energy from time in the sunlight and spending time with nature. The vibrant colors and green buds promise the bounty of a generous harvest later in the season. The same is true for sales. We are energized by the prospect of new accounts, and imagine the fullness of our...
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Do You Need a Sales “Physical”?
Do You Need a Sales “Physical”? What’s your sales culture? Is it thriving and healthy or is it aching and sluggish? Are you trendy and modern with sophisticated technology? Is your sales management savvy and sharp or fuzzy and out of focus? Do you land somewhere in the middle? There are no wrong answers and each...
Sales Team Help for When You’re Feeling Lost
Whether you’re a sales manager leading a large team or a sales department of one, everyone needs some sales team help from time to time. Perhaps technology, CRM, and social media have superseded foundational sales processes such as phone calls and in-person meetings. Maybe you’ve on boarded several new sales people and need to streamline your...
One Page Sales Plan – the Start of Sales Strategy
Sales people love to talk sales strategy. Identifying new markets, creating brilliant new campaigns, and dreaming of desirable targets can be inspiring and useful, but the inevitable protests, roadblocks, and lost focus leave a trail of broken dreams, wasted time, and loss of money spent chasing good intentions. How does a good sales manager distill...
Sales – The Art & Science
The Art and Science of Sales Sales is a very misunderstood skill. It seems basic to many people in that its concepts are nested comfortably in our common sense. To others it seems daunting, annoying and a necessary evil at best. So much has been written on the topic of sales that you would think that...
Simple Solutions – The Monthly One on One Meeting
Why Should I Perform a Monthly 1:1 with My Salespeople? Not everyone is cut out to be a good coach. Even some of the best sales managers fall short when trying to bring out the best in their team members. It takes a lot of practice to develop coaching skills, not to mention a level of...
Who Took All The Fun Out Of Sales?
Sales jobs may seem like the most commoditized position in any company, but it is also the most unique job within the organization. At the core you are meeting new people all the time which will always keep things interesting. Closing a deal, getting your commission check, and reaching your goal will always put a...
Do We Need a Sales Coach?
How do you know if you need a sales coach and if so, how do you find the right one? There is a lot of pride involved when asking that question. That is especially true for prideful or long term sales people. For many, it is admitting that there is something wrong with you. After...
How to Course Correct in Sales
Sales is never really on a constant trajectory. It is high highs and low lows. There is no getting around that for any salesperson no matter how great you are. One minute you are on top of the mountain and the next thing you know you find yourself stuck down in the valley and you...
Sales: How Are You Keeping Score?
How do you keep score when it comes to sales? Revenue, correct? That was easy. Article complete and on with the day for everyone. I get it. After all, results are what matter when it comes to sales. Either you are hitting your numbers and you can keep your job, or you are not hitting...